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• Understand how manufacturers and retailers/wholesalers generate income and profit 
• Understand the principles of building robust, sustainable, profitable commercial propositions for mutual benefit
• Embed the terminology and methodology of trade maths calculations in everyday thinking
• Engage with more confidence in commercial customer discussions

• Junior key account managers
• Category and brand managers
• Sales teams (divisional and regional managers)
• Junior Buyers

• Understand the commercials of customer management:

- Income statements
- Margin management levers

• Know how to do retail maths equations
• Knowledge and skills for more commercially focused customer propositions

The Context

• Impact of financial decision making
• Basic income statements

Retail Productivity and Profitability

• Retailer key financials – basic financial statement concepts
• How retailers improve profitability – trading terms and managing the margin mix
• Customer cost drivers – cost of money, investment buying, inventory management, stock efficiencies.

Price Increase

• Understanding the 1% – pricing

Promotional Effectiveness

• Effective promotion calculations (rate of sale)

Applying Business Financial Practices

• Implementing, tracking, improving